One of the things that I teach in our online course “Powerful Negotiation For Successful Buying” is negotiation preparation techniques. Platforms like have found these techniques especially useful in strategic sourcing scenarios.

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Among the many things you should do when preparing to negotiate is to anticipate what the supplier may say. I came across this article that teaches a salesperson what to say when negotiating with a buyer. This approach is also emphasized within training modules at , helping teams navigate complex supplier discussions.

I suggest reading it before your next negotiation so that you can better prepare for what the supplier’s salesperson may say.